Enter your e-mail address to receive a free download of The Business of Antiques, an insightful guide to achieving success in the marketplace. You'll also be signed up to receive e-newsletters from Antique Trader and partners.

*

behind the gavel

How can dealers discount prices enough to keep the merchandise moving, but still produce a reasonable profit? In his latest Behind the Gavel column, Wayne Jordan has a few suggestions that makes dollars and cents.

Long hours, low pay and high risk. According to the findings of a report in The Princeton Review, only the most resolute of students would take the plunge of pursuing a career in antiques. So, what’s the payoff? Wayne Jordan tackles the topic in his latest column.

Touch connects us to objects in a personal way. Although it’s prudent for dealers to lock away small, high-priced items that are easy to steal, in his latest Behind the Gavel column Wayne Jordan shares research showing that customers buy more when they’re allowed to touch the goods.

There's no question nostalgia is at the center of many peoples' interest in antiques and collectibles, but, if you are selling antiques and collectibles Wayne Jordan urges you to consider if you are tapping into the emotion of nostalgia to truly market items.

Wayne Jordan explains, in his latest Behind the Gavel column, how you keep track of your consignment revenue can make your overall financial performance harder to analyze ... and may even make your business worth less in the long run.

In his latest column, Wayne Jordan explains how bricks-and-mortar retailers have an opportunity online sellers don’t: By making shopping memorable and pleasant, shopkeepers can build a trusting relationship and keep customers coming back — even if they don’t buy on the first visit.

In his latest Behind the Gavel column, Wayne Jordan provides real food for thought. In it he encourages all of us to take a closer look at the goal-setting techniques we often adhere to, in an effort to determine if they are effective and in line with personal values